Salespeople as knowledge brokers : a review and critique of the challenger sales model
Year of publication: |
2014
|
---|---|
Authors: | Rapp, Adam ; Bachrach, Daniel G. ; Panagopoulos, Nikolaos ; Ogilvie, Jessica |
Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 34.2014, 4, p. 245-259
|
Subject: | Challenger Sales model | sales training | customer orientation | solution selling | salesperson knowledge | insight selling | Verkaufspersonal | Salespeople | Verkauf | Selling | B-to-B-Marketing | Business-to-business marketing | Beziehungsmarketing | Relationship marketing | Wissensmanagement | Knowledge management | Wissenstransfer | Knowledge transfer |
-
Solution sales process blueprinting
Rabetino, Rodrigo, (2018)
-
Understanding the impact of relationship disruptions
Schmitz, Christian, (2020)
-
Bongers, Franziska M., (2021)
- More ...
-
More than a showroom : strategies for winning back online shoppers
Bachrach, Daniel G., (2016)
-
Sales leadership icons and models : how comic book superheroes would make great sales leaders
Rapp, Adam, (2015)
-
Rapp, Adam, (2015)
- More ...